“Government Contracting Conference Strategies & Trends For Winning Today” Hosted By: Holland & Knight LLP Tampa, FLORIDA APRIL 6, 2017

Winning With A GSA Schedule Presented By: Jennifer Schaus Jschaus & Assoc. Washington DC 2 0 2 – 3 6 5 – 0 5 9 8 http://www.JenniferSchaus.com

Basics Of The GSA Schedule AGENDA: Basics Of The GSA Schedule Overview Requirements The Proposal Best Practices Conclusions

Winning With A GSA Schedule – April 2017 OVERVIEW

GSA Schedule - OVERVIEW Winning With A GSA Schedule – April 2017 GSA Schedule - OVERVIEW Contract Vehicle / Marketing Tool MAS / FSS 5 Yrs w 3 Option Periods = 20 Yrs Focus = Lowest PRICE Terms & Conditions $25k Sales Quota .75% IFF Quarterly Fee

Winning With A GSA Schedule – April 2017 GSA Schedule OVERVIEW Approx 39 GSA Scheds SINS = Special Item Numbers Segmented by Product/Service Open RFP process Past Performance Required Pricing Disclosures / Invoices

Winning With A GSA Schedule – April 2017 GSA Schedule OVERVIEW Facilitates the purchasing process Can be used by State / Local / Quasi Govt Status Symbol – shows you are serious about selling to the Govt.

Winning With A GSA Schedule – April 2017 REQUIREMENTS 2 FULL Years – Financials Invoice for EVERY Item/Service 2 Project Experiences 3 for IT 6 Customers – Open Ratings

GSA Schedule – THE PROPOSAL Winning With A GSA Schedule – April 2017 GSA Schedule – THE PROPOSAL

Winning With A GSA Schedule – April 2017 GSA Schedule PROPOSAL Read the Solicitation (time sensitive) Ensure you meet requirements Pre-Award Post-Award Prepare a compliant proposal Administrative Technical Pricing

GSA Schedule – ADMINISTRATIVE Winning With A GSA Schedule – April 2017 GSA Schedule – ADMINISTRATIVE

Winning With A GSA Schedule – April 2017 GSA Schedule ADMINISTRATIVE Pathway To Success – time sensitive SAM Registration – current & NAICS Other Schedules, Rejections, Pending Financials Sub-K Plan (Large Biz Only) Readiness Assessment – time sensitive

GSA Schedule - TECHNICAL Winning With A GSA Schedule – April 2017 GSA Schedule - TECHNICAL

Winning With A GSA Schedule – April 2017 GSA Schedule TECHNICAL Corp Narrative Quality Control Project Experiences (2-3 Per SIN) – time sensitive Open Ratings Report – time sensitive

Winning With A GSA Schedule – April 2017 GSA Schedule – PRICING

Winning With A GSA Schedule – April 2017 GSA Schedule PRICING Price List – fully burdened CSP1 – sales practice disclosure Labor Category Description Invoice Justification HR Plan – Comp & OT SCA – if applic. Price Proposal

Winning With A GSA Schedule – April 2017 GSA Schedule PRICING Products: TAA Compliance Letter of Supply Ability One / UNICOR

How Does GSA Determine / Negotiate Your Rates? Winning With A GSA Schedule – April 2017 GSA Schedule PRICING How Does GSA Determine / Negotiate Your Rates? Vendor Discloses: * Comml Prices * Discounting Policies & Practices (CSP) * Most Favored Customer (MFC) GSA Reviews: * Vendors internal policies/pricing; * Other Vendors On Schedule REFERENCE: calc.gsa.gov

GSA Schedule – NEXT STEPS Winning With A GSA Schedule – April 2017 GSA Schedule – NEXT STEPS

Winning With A GSA Schedule – April 2017 GSA Schedule NEXT STEPS Secure Digital Certificate Submit Offer via GSA E-Offer.gov Respond Promptly to GSA Correspondence Welcome Letter Negotiations Final Proposal Revision Award

GSA Schedule – BEST PRACTICES Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES ADMINISTRATION GSA Advantage – Price List GSA E Library – T/C’s GSA E-Buy – RFP’s 72A.GSA.gov – IFF Reporting / Payment *** TDR – Transactional Data Reporting On-Going: Modifications Audits Renewals

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES MARKETING Website – GSA Logo & Price List Business Cards – Sched # Email Auto-Signature Capability Statement

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES BUSINESS DEVELOPMENT Partnering w other Sched Holders Data mining in GSA E-Buy Lead with Sched, capabilities & set-asides.

GSA Schedule – CONCLUSIONS Winning With A GSA Schedule – April 2017 GSA Schedule – CONCLUSIONS

Winning With A GSA Schedule – April 2017 GSA Schedule CONCLUSIONS Not for everyone Do you meet requirements Asset or Liability Is there ROI for your business Lower Margins Customer preference

* Capability Statements THANK YOU! Ms. Jennifer L. Schaus Washington DC + 1 - 2 0 2 – 3 6 5 – 0 5 9 8 Jschaus@JenniferSchaus.com Our Services Include: * GSA Schedules * SBA 8a Certification * Proposal Writing * Federal Sales * Capability Statements